On-site
SaaS
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About this role
Join Apaleo and Shape the Future of Hospitality Tech!
Apaleo is the world’s most open, API-first property management platform powering the next generation of hospitality operations. Its modular, AI-powered infrastructure enables hoteliers to customise their tech stack, automate routine work, and deliver seamless, personalised guest experiences, powered by best-in-class apps and autonomous AI agents that adapt to every stay.
As we continue to grow in the DACH market, we are looking for a driven Business Development Representative (BDR) (f/m/d) to generate new business opportunities and play a key role in our sales engine.
Your Mission
As a BDR at Apaleo, you are on the front line of our growth. You will be responsible for generating qualified sales opportunities for our Account Executives through a mix of inbound lead qualification and proactive outbound prospecting.
This is a high-impact, target-driven role with a clear path towards an Account Executive position.
What You’ll Be Up To
Own and manage inbound leads with speed and strong qualification standards Proactively build pipeline through outbound prospecting (calls, email, LinkedIn) Consistently meet and exceed monthly targets (e.g. meetings booked, qualified opportunities) Run structured discovery conversations to understand customer needs and identify pain points Engage decision-makers in the hospitality industry and position Apaleo’s value proposition Collaborate closely with Account Executives to ensure high-quality handover of opportunities Leverage our partner ecosystem to identify and generate additional leads Maintain clean and accurate data in HubSpot and use tools like LinkedIn Sales Navigator, Zoom, and Modjo to optimise your performance
What You’ll Bring to the Team
Demonstrated success in B2B SaaS, sales development, or a comparable commercial role Strong interest in outbound prospecting and building pipeline Comfortable working with targets, KPIs, and performance metrics Excellent commu
Tools & Tech Stack
Selling Motion
Prospecting
Hybrid
Mix of inbound leads and outbound prospecting
Requirements at a Glance
Typical Day — BDR
Estimates based on role type and selling motion — actual may vary by company.
Role Signals
Green Flags
Warm leads provided
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
How do you qualify inbound leads?
Template questionDescribe your approach to multi-threading into an account.
Template questionHow do you prioritize your pipeline?
Template questionExpect high-volume outreach activity with success measured by meetings booked and pipeline generated.
Top SaaS reps often earn significant upside through accelerators once quota is exceeded.
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